Pipeliner

DECEMBER 28, 2019

You’ve hired a good salesperson but the reality is you’ve also hired a human being. And even really good human beings bring faults and blind spots that will need to be addressed. (Anyone reading this married, in a serious relationship or raising children?) If you want to know how to be a good sales manager, remember the importance of emotion management when addressing sales performance issues.

Sales Management 97

Sales Management Hiring Territories Coaching 97

Keith Rosen

DECEMBER 28, 2019

Lose This One Thing, and You Can Kiss Your Customers, Employees and Trust Goodbye. Are you a patient leader, salesperson and communicator? Do you shift from coaching to telling and become frustrated when the person isn’t “getting it” fast enough? When you’re not getting your way in a conversation, do you shift from collaboration to interrogation, steamrolling people with your agenda?

Retention 77

Retention Customer How To Coaching 77

Pipeliner

DECEMBER 28, 2019

It’s not often that a radical idea enters the sales world and significantly alters the way that things are done. However, there are many assumptions about the traditional approach to sales management that are not correct, and a radical idea was needed to make things optimal. Justin Roff-Marsh, the author of The Machine, explores the radical approach of removing autonomy from the life of a salesperson in this expert sales interview hosted by John Golden.

Lead Generation 94

Lead Generation Social Selling Report CRM 94

Anthony Iannarino

DECEMBER 28, 2019

Today is a special day for me. On December 28, 2009, I started posting here daily. I had dabbled with writing a blog for a few years but lacked a grand strategy or goal at the start. So today marks ten years of writing here daily. At the time, I decided to write every day, there were a few people who kept that practice, one being Seth Godin , who is now a friend, and a mentor with unmatched creative energy.

Everest 74

Everest Hotels Energy Conference 74

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales

Partners in Excellence

DECEMBER 28, 2019

It seems universal, we don’t have enough in our pipelines, we have to prospect. We have to find more opportunities. But then our prospecting outreach isn’t producing what we need, so we cast a wider net. Where reaching out to 100 prospects no longer works, we bump it up to 200, then 500, then 1000, then… To meet this need for more, we cast wider nets, we increase volumes and touches.

Prospecting 48

Prospecting Pipeline Territories Segment 48